07 Jul There’s Very Little Power in Powerpoint…
In his bestseller Emotional Intelligence, Daniel Goldman has beautifully put forth his argument on how critical it is to possess persuasive powers for attaining success.
He says that those who rely too heavily on the persuasive effects of aids such as elaborate overhead projections or elegant statistical analyses of data usually would miss the boat.
In this context, think of our penchant for graphs, charts, numbers.
Just because these tools excite us we begin assuming that whoever sees them will feel the same.
Think of your friend who kept on singing praises about his girl’s beauty till you saw her.
The same is the case with charts,number and graphical analysis. They are out beauty. Not theirs.
An audience must be emotionally engaged through the smart use of stories, examples, analogies, metaphors, visuals, film footage, design etc.
But most presenters rarely go beyond the same dry litany of facts, however flashily displayed, and never take into account the emotional temperature of the audience.
Without an accurate reading of how a listener is taking in an idea, that idea is in danger of falling on deaf, indifferent, or even hostile ears.
No matter how intellectually brilliant we may be, that brilliance will fail to shine if we are not persuasive.
That is particularly true in fields where entry has high hurdles for cognitive abilities, like engineering and science, medicine and law and finance where we learn to master the ‘numbers and the charts’ but learn little how to express with great élan.
As the director of research at one of Wall Street’s largest brokerage firms once said, “To get into our business you need to be highly adept at numbers. But to make things happen, that’s just not enough—you have to be able to persuade.”